Acme Packet Inc. ( APKT)

Q3 2011 Earnings Call

October 20, 2011 04:30 pm ET


Brian Norris - Director, IR

Andy Ory - CEO, President and Co-founder

Peter Minihane - CFO


Paul Silverstein - Credit Suisse

Alex Henderson - Miller Tabak

Brian Modoff - Deutsche Bank

Catharine Trebnick - Northland Capital Markets

Richard Valera - Needham & Company

Greg Mesniaeff - Kaufman Bros

Jeff Kvaal - Barclays Capital

Simona Jankowski - Goldman Sachs

Sanjiv Wadhwani - Stifel Nicolaus

Subu Subrahmanyan - The Juda Group

Brent Bracelin - Pacific Crest

Simon Leopold - Morgan Keegan

Todd Kaufman - Raymond James

Sanjit Singh - Wedbush Securities

Larry Harris - CL King



Good afternoon ladies and gentlemen and welcome to Acme Packet’s conference call. At this time, all participants are in a listen-only mode. Later we will conduct a question-and-answer session and instructions will follow at that time. During the Q&A portion of today’s call, we ask participants to limit themselves to one question and one follow-up question. (Operator Instructions). As a reminder ladies and gentlemen, this conference call is being recorded. I would now like to introduce your host for today’s call, Brian Norris, Director of Investor Relations for Acme Packet. Please go ahead.

Brian Norris

Thank you Lola. Good afternoon everyone and welcome to our 21st quarterly earnings result conference call. I am joined by Andy Ory, our President and Chief Executive Officer, and Peter Minihane, our Chief Financial Officer and Treasurer.

The press release announcing our third quarter results is available on the Investor Relations section of our website at All results and expectations we review are on a non-GAAP basis unless otherwise described as GAAP. Non-GAAP net income and non-GAAP net income per share are non-GAAP financial measures, which exclude stock-based compensation expense as well as amortization of intangible assets and merger and integration related expenses associated with the company’s acquisition activities. Please note that all earnings per share amounts are on a fully diluted basis.

Also please note that statements that we make during this call that are not historical facts, may be forward-looking statements within the meaning of the Securities Act of 1933 and the Securities Exchange Act of 1934. These forward-looking statements do not constitute guarantees of future performance, and are subject to a variety of risks and uncertainties that could cause our actual results to differ materially from those anticipated.

A discussion of those risks and uncertainties can be found in our recent filings with the SEC. Investors should not place undue reliance upon these statements, which are current only as of the day they are made and we disclaim any obligation to update them.

With that, I’d like to turn the call over to Andy.

Andy Ory

Thank you Brian, and good afternoon everyone. Revenues for the third quarter were $70.6 million and Non-GAAP EPS was $0.21. Our third quarter results were impacted by a large opportunity at one of the major service providers in North America. As we told you on our October 4 th call we expect the opportunity to close in the first half of the fourth quarter. It’s clear that the fundamentals of our business and market demand for our products remain strong.

Accordingly, we are tonight reaffirming our full-year outlook which calls for 36 to 38% revenue growth. A closer review of the third quarter results reveal the number of positive indicators. We continue to enjoy extremely high win rate. We continue to extend our leadership position in both the service provider and enterprise market and our pipeline is robust.

We delivered gross margins of 85%. We experience healthy new customer adoptions. We added over 80 new customers in the third quarter and now serve over 1525 customers in a 107 countries. Our enterprise business which continues to benefit from growth and SIP was strong in the third quarter. Our enterprise customer bookings activity grew 72% year-over-year. We added over 50 new enterprise customers in the third quarter and saw a number of deployment expansions. On a regional perspective, Europe continued to perform very well. We saw strong growth with our incumbent wireless markets and additional customer acquisitions.

In the European enterprise markets we are seeing good traction from the financial and government vertical. Despite the difficult economic conditions in EMEA we are continuing to see a strong demand from the tier 1 service providers particularly the large mobile operators. Our Caribbean and Latin American regions had their best quarter ever and is well ahead of the year-to-date plan. We replaced competitors at two different service providers and continue to be very well positioned at the largest tier 1s in the region.

Our Asia Pacific region performed in line with our expectations through the first nine months of the year. India is finally in the process of deregulating which will legitimize IP to IP communications and in China we are beginning to see real demand growth in the enterprise markets.

On the partner front, we were pleased to announce in the third quarter that HP has integrated our family of enterprise session border controllers into the HP unified communication solutions portfolio. By integrating our solutions HP can offer their customer solutions that strengthen security, enhance reliability and inter-op with a wide range of UC infrastructure and communications service offerings.

We also announced that our enterprise session border controller solutions have been qualified in Microsoft Lync Server UC Open Interop Program and we were the first enterprise class at the SBC technology to be qualified. Customers will now be able to leverage Acme Packet’s SBC’s in their Lync Server and Exchange Server deployment as they extend the power of unified communications and embrace desktop voice and video communications.

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